CASE STUDY: FROM COMMODITY TO CREDIBLE CONSULTANTS
“Some of the most effective training we did.”
Nick Earle, Former Global SVP, Sisco (now SVP, Global Field Operations at Virgin Hyperloop One)
Business & Challenge
Cisco is the worldwide leader in IT and networking services helping businesses transform how people connect, communicate, and collaborate.
The firm’s products were being commoditised by powerful competitors converging on their core business.
How We Helped
Working in collaboration with Cisco, we developed a competency grid of best practice consultative behaviours and then we developed and delivered a series of programmes.
Each element was rolled out globally across all vertical industry sectors, with tailored case studies for each.
The programme was designed to reframe the firm’s aspirations and deliver the changes needed to achieve some deeply ambitious goals:
“CSI is the only firm I have found globally that could manage this tough group” SVP EMEAR Edwin Paalvast
CSI developed tailored customer capability maturity models reflecting the necessary governance, processes, people skills and technology required to achieve a competitive edge.
These are now used at all levels across Cisco globally to diagnose the gap between the customer’s current state and their aspirations. The impact of these is: